NEXT LEVEL Replay: Home Building 101, 201, and 301 for REALTORS® with Heartland Builders
On June 18, WMLAR members joined us via Zoom for Home Building 101, 201, and 301 for REALTORS®, an engaging two-hour continuing education webinar presented by Sarah Medina of Heartland Builders.
For nearly 28 years, Heartland Builders has been helping West Michigan families build homes designed around their lifestyles, and Sarah brought that expertise to our members through a practical, REALTOR®-focused discussion about the home-building process.
Building Is About More Than a House
The session began with one of the biggest questions REALTORS® hear from clients: Should they build?
Sarah explained that building can be an excellent option for clients who simply cannot find what they’re looking for in the existing housing inventory. However, helping clients decide between remodeling, buying existing, or building new requires looking beyond price per square foot and considering factors such as location, functionality, zoning requirements, and whether a remodeled home will ultimately meet the client’s long-term needs.
Helping Clients Find the Right Land
One of the webinar’s key takeaways was the importance of thoroughly evaluating land before a purchase. Sarah emphasized her number one piece of advice: Never let a client buy a piece of land without having a builder look at it first.
Site improvement costs often account for 15% to 20% of the cost of a new home, and variables such as utilities, tree clearing, soil conditions, well and septic requirements, wetlands, and municipal restrictions can significantly impact both cost and buildability.
Attendees also discussed due diligence considerations, including:
- Reviewing GIS and wetland maps
- Understanding zoning and setback requirements
- Obtaining perc tests and site evaluations
- Verifying utility availability
- Evaluating lot coverage ratios and build restrictions
- Allowing adequate contingency periods when writing vacant land offers
Builder Selection
Sarah encouraged REALTORS® and clients to choose builders based on philosophy and fit rather than simply comparing prices.
Questions to consider include:
- Does the builder’s price range match the client’s expectations?
- How are selections managed?
- What technology is used during construction?
- How are change orders handled?
- What does the warranty process look like?
- Most importantly: Do you know, like, and trust the builder?
She reminded attendees that the REALTOR® plays an important role in creating a positive experience by making thoughtful introductions, sharing client expectations, and helping ensure the builder-client relationship starts on the right foot.
Key Takeaways
Sarah left attendees with several practical reminders:
- Never purchase land without builder review and site evaluation.
- Help clients choose builders based on philosophy and trust.
- Understand what costs are guaranteed and what costs are not.
- Make selections before breaking ground whenever possible.
- Ensure all change orders are documented in writing.
- Build homes around clients’ lifestyles, hobbies, and long-term goals.
And perhaps most importantly: Let your clients have fun building their home!
Thank you to Sarah Medina and Heartland Builders for sharing their expertise and helping our members gain greater confidence in guiding clients through the exciting world of new construction.
